“The way most clients choose among professionals is essentially identical to the way people choose their friends,” he wrote.

More specifically, Maister suggested that when it comes to deciding which professionals to work with, clients will choose you if you can do four things:

1 – Put them at ease

2 – Make it comfortable for them to share fears and concerns

3 – Be trusted to look after them, not just their transaction

4 – Prove you are dependably on their side.

None of which transpires from the buttoned-up business persona that many of us are tempted to assume in the name of “professionalism.”

To be clear, there is a distinction between seeking BFFs and bringing your friendship skills to bear. The latter is essential; the former a nice byproduct.

Maister asserts there are people in this world who have a talent for friendship. Are you one of them? If you’re not, are you willing to work on that?

Make It Real

This week, develop your talent for friendship. Seek out conversations with three people with whom you know (or suspect) you have little in common. Make it your mission to find an overlap; any overlap. As Maister says, “Someone can be your friend if you have anything in common. You don’t need a majority of things in common.”

Andrea Howe

As the founder of The Get Real Project, I am the steward of our vision and our service offerings, as well as a workshop leader and keynote speaker.
Above all else, I am an entrepreneur on a mission: to kick conventional business wisdom to the curb and transform how people work together as a result. I am also the co-author, with Charles H. Green, of The Trusted Advisor Fieldbook (Wiley, 2012).